Account Executive, Commercial - Kansas & Missouri

The Account Executive, Commercial at Zscaler focuses on building relationships with vital customer stakeholders, including C-suite decision makers. Responsibilities include developing a long-term account strategy that aligns with customer goals, collaborating with internal teams to address customer needs, and acting as a trusted advisor by fully understanding the clients' businesses and aligning Zscaler solutions to support their objectives.

For the Account Executive, Commercial position at Zscaler, candidates should have a minimum of 2 years' full-cycle sales experience in the software or security industry. A Bachelor's degree or equivalent experience is required. Additionally, having established relationships with customers, proficiency in sales planning, and a track record of meeting or exceeding sales targets are preferred to stand out in this role.

Candidates can expect a supportive and inclusive work culture at Zscaler where collaboration and innovation flourish. Recognized as one of the best workplaces in technology, Zscaler values diverse backgrounds and perspectives. The team is passionate about creating a secure and seamless digital experience, fostering a culture of trust, respect, and teamwork.

Zscaler is committed to employee development and provides multiple avenues for growth, including continuous learning opportunities and comprehensive benefits. Employees benefit from various health plans, vacation and sick time, parental leave options, education reimbursement, and more, all aimed at promoting professional and personal development while ensuring work-life balance.

The base salary range for the Account Executive, Commercial at Zscaler is between $88,200 and $126,000 USD, depending on role and level. This range is reflective of industry benchmarks and may vary based on individual skills, experience, and education. Please note that this range does not include commission, bonuses, or equity, which may further enhance total compensation.

When answering this question, describe your structured approach to sales, detailing each stage from lead generation, nurturing, solution presentation, to closing the deal. Emphasize your adaptability in aligning with customer needs and your ability to build strong relationships throughout the process.

Discuss strategies that help you resonate with C-suite executives, such as conducting thorough research on their business challenges, utilizing active listening skills, and demonstrating how your solutions can meet their strategic objectives. Provide examples where you've successfully established relationships in the past.

Share your sales techniques, such as developing comprehensive account plans, leveraging CRM tools to track leads and opportunities, and regularly revisiting and adapting those strategies based on performance data. Highlight any specific metrics you have consistently met or exceeded.

Explain your method for addressing objections, which may involve active listening, empathizing with the client's concerns, and providing data-driven responses that clarify the value of your solution. Case studies or success stories can be compelling evidence to help alleviate doubts.

Demonstrate your knowledge of Zscaler's offerings, emphasizing how they leverage AI and cloud technology for security. Discuss specific products like the Zscaler Zero Trust Exchange, and articulate their benefits in safeguarding enterprise operations against cyber threats.

Share a detailed account of a sales project where you played a key role in driving success. Outline the objectives, actions taken, challenges faced, and outcomes achieved. This showcases your ability to lead initiatives effectively.

Illustrate your approach to prioritization, such as using a scoring system based on potential revenue, relationship strength, and strategic alignment. Mention tools that aid in maintaining an organized pipeline and how that directly contributes to your productivity.

Provide a scenario where you successfully adapted to learn about a new product or industry. Highlight your research methods, resources utilized, and how you applied that knowledge effectively in a sales context.

Express what attracts you to Zscaler's mission and culture. Focus on the company's commitment to security, innovation, and customer satisfaction. Tailor your answer to highlight how your values align with Zscaler’s objectives.

Discuss your methods for staying informed about industry developments, such as following thought leaders, reading relevant publications, and attending webinars or conferences. Emphasize how this knowledge contributes to your effective sales strategy.